Index 459266–8; perception of emotions through 232–3,
233 , 234, 235, 259–60, 274–5, 274 , 276, 277,
318, 322, 323 , 333; and sequence of emotional
appraisals 322, 323
fact sheets 26
fallacies, appeals to emotions: Argumentum ad
baculum 327; Argumentum ad hominem 327;
Argumentum ad misericordiam 327; Argumentum
ad populum 327
farewell speeches 72; example of 329
fear: appeal to 326–7, 330–1, 330 ; effects of
incidental 338
financial analysts/financial advisors/business
appraisers 8, 9, 16, 21, 23, 24, 28, 75, 130, 174,
216, 220, 232, 263, 265, 330
financial resources, decision types concerning 49,
74–90
first impressions: agreement about 273; anchoring
effects of 232; and confirmation bias 234; speed
of forming 273–4
first to frame an issue 204, 231
Fiske, Susan 20
flashbulb memories 313
Flesch-Kincaid readability formula 158
Flesch readability formula 158, 158
fluency: and perceptual fluency heuristic 211–12,
212 ; processing 211, 220, 221; speech 213, 262,
263, 269, 270, 276
FOG index readability formula 158, 158
followers/subordinates 72, 220, 267, 286, 317
formats, task-based 170–1
Frame of Reference Training 176
frames/framing effects 225–9; frame-congruent
choice 228; gain-framed messages 227; loss-
framed messages 227; power of analogy 228;
power of spin 225–8
Frederick, Shane 208
friendliness, persuasive appeal of 285
fund managers/trust officers 126, 129, 232
fusiform face area 111, 275
fusiform gyrus 108, 108 , 116
gaze 267, 269, 274, 277, 285, 320
gender 109, 274, 318–19
general search 123–5
genre labels 166–8
genres 47, 48, 49
genre schemata 166, 171
Gigone, Daniel 235
goals, audience’s 316–17
Goleman, Daniel 47
good looks, appeal of 283
Gore, Al, presidential debate 311–12
graphs/charts 170, 171, 180, 215, 216 ; adding to
text to gain attention 157; aids to comprehension
164; captions for 169; general and targeted search
of 125; use of arbitrary symbols 164; viewers’
comprehension of 118; viewers’ perception of
111, 112, 112 , 152
gratitude, appeal to 327
group affiliations, influence of on policy decisions
91, 92
groups/teams: cognitive centrality bias in 286–7;
common knowledge effect in 235–6; confidence
bias in 285; confirmation bias in 235; and
emotional appeals 326; and emotional contagion
333, 334; heuristics and biases of 210, 211;
external, influence of on policy decisions 92, 93,
93 ; information acquisition and critical thinking
in 176–7; and information processing approach
105–6; irrelevant information, effects on decisions
of 181; and leader evaluation process 72–3, 266,
286; policy decisions of 91–3; shared decision
schemata of 22, 26, 29, 91, 176, 211, 287; rallying
decisions of 47, 72–3; salience of individuals in
220, 221
groups of experts, inferior performance of 29
groupthink 211hand gestures 162, 163, 268, 277, 285
happiness, effects of incidental 335–6
Hastie, Reid 235
headings see section headings
health care pamphlets/brochures 10, 26
heuristics 209–37; anchoring heuristic 209, 231;
availability heuristic 231; causality heuristic
221; and groups 210; heuristic choice rules
236–7; perceptual fluency heuristic 211–12, 212 ;
representativeness heuristic 209, 221; salience
heuristic 215; schema accessibility heuristic 193–4,
225; surprise heuristic 215; vividness heuristic
215; see also biases
hidden profile condition 236
hippocampus 19, 108 , 119
home bias effect 214
home buyers 24, 127, 177
hope, appeal to 327
hospital administrators/health care agencies 84, 85“if-then” heuristic choice rules 236–7
images: adding to text to gain attention 154, 157;
captions as aid to schema activation 169; color
157; comprehension of by viewers 118, 163;
emotionally significant 318, 329–31; general and
targeted search of 123, 124 ; intuitive appeal of
easy-to-see 213; perception of by viewers 111–12,
111 , 114; persuasive impact of 215–16; vivid
215–16
imagination bias 233–4
immediacy effects 220
implicit followership theories (IFTs) 268
implicit leadership theories (ILTs) 266
impressions see first impressions
impulse purchases 313
inconsistent information, eliminating 180–2
inferior frontal junction 108 , 113, 122, 323
information acquisition 103–5, 122–8; aids to 169–77;
alternative-based 125–6, 126 ; attribute-based
125–6, 126 , 126–8, 174–7; constraints on search
process 128; filling of schema slots process 122–3;